General Manager - Business Development at Interswitch

Job Purpose

• To drive the business growth and expansion of the switching and processing business by the acquisition of new customers and the retention of existing customers for the business’ products and services.
• Drives penetration of Interswitch consumer services by identifying and selling solutions that meets customer needs in various consumer segments

 

 

Job Responsibilities

Strategy Development and Direction

• Develops the division’s sales, account management and business development strategy and ensure alignment with corporate strategy and business goals
• Articulates and seeks approval for the relevant structure for team success (process, people and systems) to support the goals and objectives defined

· Team Leadership and Development

• Provides guidance, support and direction to the team in carrying out their functions
• Reviews team performance
• Responsible for career development of team including evaluation and career planning.
• Guiding and mentoring team members on professional issues

Sales & Business Development

• Identifies strategies, objectives and action plans to improve short and long term sales earnings
• Communicates the sales strategy, direction and objectives to team members
• Identifies opportunities for business from new and existing customers and converts to sales
• Sells new or existing products into new or existing markets
• Works out strategies to win customers from competition
• Deepens customer relationships
• Generates demand for our services by creating awareness at potential customers
• Leads efforts to identify new needs that can be developed into new products or services depending on the client’s needs.
• Ensures the active usage of the CRM tool for managing the sales process
• Monitors and analyzes customer information to facilitate and validate our sales plans
• Follows up on leads and opportunities
• Develops proposals; reviews and approves team members proposals
• Presentation preparation and delivery
• Analyzes sales performance results and develops initiatives to bridge any possible gaps
• Actively oversees the communication and interaction with end-customers
• Delivers company strategic objective by influencing customer behaviour through communication and direct engagement

Market Research

• Conducts periodic research on market trends
• Evaluates market penetration of switching and processing products and services
• Keeps abreast of market and industry trends
• Makes use of insights from market research to inform strategy and direction and also strengthen decision making process.

Account Management

• Receives feedback from customers for improvement of products and services
• Carries out post-sales engagement: visits customers to discuss on how to improve services
• Builds relationships that are of value with the customers
• Learns what the competition is doing in terms of positioning, customer experience, pricing, their alliances, credibility, etc.

Operational/ Admin Responsibilities

• Reviews weekly reports submitted by the Team Leads for onward submission to the CEO
• Analyses Financial performance against the budget
• Assists Finance in monitoring financial receivables
• Responds to correspondence
• Handles customer or partner inquiries

People Management

• Participates in interviews for the selection of suitable staff for the department
• Coaches, advises and evaluates the performance of staff ensuring strict adherence to disciplines procedures
• Reviews / evaluates staff commendations provided by customers for inclusion in their performance feedback reports
• Provides guidance to staff in resolving complex or sensitive problems
• Maintains and promotes positive employee relations in the work environment

KEY PERFORMANCE METRICS

Performance Area

Performance Indicators

Financial Perspective

• Sales Revenue (Revenue Vs. Budget)
• New Project Sales
• Revenue from Switching & processing
• Gross Margin on Project Sales
• Transaction Revenue from New Sales
• Receivables Management (days sales receipt outstanding)

Customer Perspective

• Number of customers won per product and service line
• Number of new products and services sold
• Number of cross-sales into existing customer account [multiple products]
• Number of up-sales into existing customer account [additional card programs]
• Number of successful sales into new market
• Retention of customer base
• Contracts executed with all customers for all services 

Internal Process Perspective

• Quality and availability of a sales pipeline
• Effective utilisation of a professional sales framework
• Effective Utilisation of CRM (opportunity visibility)
• Have up to date competitive analysis
• Availability of up to date revenue & product tracker documents
• Service improvement based on received customer feedback

Learning & Growth Perspective

• Adherence to IDP (individual Development Plan)
• Job Enrichment initiatives achieved
• Staff satisfaction within team

EDUCATION AND EXPERIENCE

Academic Qualification(s):

• A good degree in Sales & marketing or Sciences from an accredited University
• MBA is an advantage

Professional Qualification(s):

• Not mandatory

Experience (Number of relevant years):

• 5 years relevant experience

KEY SKILLS AND COMPETENCIES

1. Understanding and application of the Miller Heiman’s sales process and methodology

2.Business / Sales presentation preparation and delivery

3.Proposal/Business Case Development

4. Strong knowledge and appreciation of ICT and the e-commerce/payment industry

5.In- depth knowledge of all Switching & Processing products and services

6.Knowledge of Interswitch’s’ products and services

7.Market & Customer Understanding

8.Strategic and consultative selling

9.Business Modeling

10.Investment & Financial Analysis

11.Business Analysis

12.Market Analysis

13.Business writing skills

Competencies

1.Leadership and people management skills

2.Customer Relationship Management

3.Information Gathering & Analysis

4.Influencing/Negotiation

5.Budgeting

6.Business acumen

7.Teamwork and collaboration